April 18, 2017
Gerry Praysman | Director, Account Development, Brainshark
The first job I ever had was cutting and installing glass for a construction company just outside of Boston. Early in my endeavors, the owner of the company gave me a career-shaping tip: “Measure twice; cut once.” It’s not particularly controversial to suggest having a decent sense of what you’...
April 10, 2017
How would you rate your company’s sales onboarding program? If you think there are a lot of improvements to be made, you’re not alone. The Sales Management Association reports that following onboarding, approximately one-third of sales reps still lack proficiency in up to a dozen key selling...
April 07, 2017
Whenever companies release or acquire new products, sales leaders understand how important it is for reps to be trained and prepared to sell the new offering. But while training sessions or quick content updates are important, there’s still no guarantee that salespeople have truly mastered the...
April 05, 2017
Success within sales organizations starts with great talent. With the average sales turnover rate at 16%, it’s critical that companies recruit sales people with the right skills, competencies and intangibles to succeed in today’s market. The right talent, plus proper onboarding, training and...
April 04, 2017
Last year, CSO Insights reported that 45% of companies now have a dedicated sales enablement function. That’s a huge increase from just three years earlier, when only 19% responded ‘yes’ to the same question. Clearly, more companies today are investing in sales enablement – which is good! But...
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